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At Merative, you can apply your skills – and grow new ones – with colleagues who have deep expertise in health and technology. Merative provides data, analytics and software for the health industry. Our clients include providers, health plans, employers, life sciences companies and governments around the world. With industry-leading products and focused innovation, we help customers improve decision-making and performance so that together, we drive real progress in health. Learn more at merative.com

Micromedex provides a range of comprehensive, evidence-based clinical decision support to enhance patient safety. Curated by clinical experts from primary literature, the content features in-line referencing and daily updates to support confident decisions around medication and toxicology management, including global guidance.

The New Business Sales Executive for Micromedex will be responsible for promoting and selling all Micromedex solutions to only net-new customers within the US West region. They will work closely with their Sales VP for direction and overall strategy to meet key business goals including achieving quota targets.

The ideal candidate for this position has extensive healthcare software sales experience and preferably a background in clinical decision support and patient engagement software. They must possess a hunter and growth mindset due to this role being focused only on new business. The candidate should have a track record of targeting, penetrating and closing business with net-new customers.

Responsibilities:

• Utilize a pro-active strategic sales approach encompassing all phases of the sales cycle.
• Consistent and creative prospecting to penetrate white space accounts to identify potential opportunities.
• Opportunity qualification through detailed dialogue with prospective customers which will include a deep understanding of their clinical and technical requirements to identify pain points and challenges.
• Collaborate with internal resources, including Clinical Consultants, to clinically and technically validate potential opportunities for viability.
• Develop a strategy and specific tactics for anticipating and creating customer demand for all Micromedex solutions.
• Regularly create and deliver customer presentations.
• Manage sales cycle through contract execution which may require in depth legal and pricing negotiations.
• Lead cross-functional teams to progress and close opportunities.
• Transition closed opportunities to client success and implementation team and remain engaged with clients throughout and post implementation.
• Meet or exceed all assigned quotas.
• Represent our company’s products and services, starting with a deep and comprehensive understanding of our solutions and how they meet each potential customer’s unique needs.
• Regularly travel to assigned territory to meet with prospective customers to build pipeline and to progress and close active opportunities.
• Build and nurture relationships with stakeholders at all levels (Users, Managers, Directors, C-suite, etc.) within an organization to sell in a consultative manor.
• Regularly update all activity in Salesforce which includes but not limited to accurate forecasting, deal progression, logging meetings, etc.

Qualifications Required:

• Seasoned Healthcare SaaS/IT sales professional (10+ years) with a hunter mentality.
• Experience and success in targeting, prospecting, penetrating and closing business with net-new customers.
• Consistent track record of meeting or exceeding multi-million-dollar quota.
• Excellent communication, interpersonal, problem-solving, presentation, and organizational skills.
• Experience selling to multiple stakeholders throughout an organization include the C-suite, Physicians and department directors.
• Ability to understand complex clinical and technical requirements and determine a solution that meets each prospect’s unique needs.
• Proficient with Salesforce.com and Microsoft Office.
• A valid driver’s license and safe driving record is required.
• Bachelor’s degree or relevant business experience
• Minimum 50% travel within the U.S.
• Be located West of the Mississippi

Preferred Skills:

• 10+ years’ selling clinical decision support and/or patient engagement solutions.
• Existing relationships with prospective customers in the Western United States.
• Competitive clinical decision support knowledge or experience.
• Clinical certifications and/or experience.

It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.